Chapter 10

1. Entrepreneurship: Successfully Launching New Ventures, 2/e Bruce R. Barringer R. Duane Ireland Chapter 10

2. Chapter Objectives(1 of 2) • Explain why most entrepreneurial ventures need to raise money during their early life. • Identify the three sources of personal financing available to entrepreneurs. • Provide examples of how entrepreneurs bootstrap to raise money or cut costs. • Identify the three steps involved in properly preparing to raise debt or equity financing. • Explain the role of an elevator speech in attracting financing for an entrepreneurial venture.

3. Chapter Objectives(2 of 2) • Discuss the difference between equity funding and debt financing. • Describe the difference between a business angel and a venture capitalist. • Explain why an initial public offering (IPO) is an important milestone in an entrepreneurial venture. • Discuss the SBA Guaranteed Loan Program. • Explain the advantages of leasing for an entrepreneurial venture.

4. The Importance of Getting Financing or Funding • The Nature of the Funding and Financing Process • Few people deal with the process of raising investment capital until they need to raise capital for their own firm. • As a result, many entrepreneurs go about the task of raising capital haphazardly because they lack experience in this area. • Why Most New Ventures Need Funding • There are three reasons most new ventures need to raise money during their early life. • The three reasons are shown on the following slide.

5. Why Most New Ventures Need Funding Three Reasons Start-Ups Need Funding

6. Alternatives for Raising Money for a Start-Up Firm Personal Funds Equity Capital Debt Financing Other (Creative) Sources

7. Sources of Personal Financing(1 of 2) • Personal Funds • The vast majority of founders contribute personal funds, along with sweat equity, to their ventures. • Sweat equity represents the value of the time and effort that a founder puts into a new venture. • Friends and Family • Friends and family are the second source of funds for many new ventures. • This type of contribution often comes in the form of loans or investments but can also involve outright gifts, forgone or delayed compensation (for a family member who works for the new firm), or reduced or free rent.

8. Sources of Personal Financing(2 of 2) • Bootstrapping • A third source of seed money for a new venture is referred to as bootstrapping. • Bootstrapping is finding ways to avoid the need for external financing or funding through creativity, ingenuity, thriftiness, cost-cutting, or any means necessary. • Because it is hard for new firms to get financing or funding early on, many entrepreneurs bootstrap out of necessity.

9. Examples of Bootstrapping Methods Buying used instead of new equipment Coordinating purchases with other businesses Leasing equipment instead of buying Obtaining payments in advance from customers Minimizing personal expenses Avoiding unnecessary expenses Sharing office space with other businesses Applying for and obtaining grants

10. Preparing to Raise Debt or Equity Financing(1 of 3) Preparation for Debt or Equity Financing

11. Preparing to Raise Debt or Equity Financing(2 of 3) Two most common alternatives for raising money Alternative Explanation Equity funding means exchanging partial ownership in a firm, usually in the form of stock, for funding. Angel investors, private placement, venture capital, and initial public offerings are the most common sources of equity funding. Equity funding is not a loan—the money that is received is not paid back. Instead, equity investors become partial owners of a firm. Equity funding Debt financing is getting a loan. The most common sources of debt financing are commercial banks and the Small Business Administration (through its guaranteed loan program). Debt financing

12. Preparing to Raise Debt or Equity Financing(3 of 3) Matching a New Venture’s Characteristics with the Appropriate Form of Financing or Funding

13. Preparing an Elevator Speech(1 of 2) • Elevator Speech • An elevator speech is a brief, carefully constructed statement that outlines the merits of a business opportunity. • Why is it called an elevator speech? • If an entrepreneur stepped into an elevator on the 25th floor of a building and found that by a stroke of luck a potential investor was in the same elevator, the entrepreneur would have the time it takes to get from the 25th floor to the ground floor to try to get the investor interested in his or her opportunity. • This type of chance encounter with an investor calls for a quick pitch of one’s business idea. This quick pitch has taken on the name “elevator speech.” • Most elevator speeches are 45 seconds to two minutes long.

14. Preparing an Elevator Speech(2 of 2) Guidelines for Preparing an Elevator Speech

15. Sources of Equity Funding Venture Capital Business Angels Initial Public Offerings

16. Business Angels(1 of 2) • Business Angels • Are individuals who invest their personal capital directly in start-ups. • The prototypical business angel is about 50 years old, has high income and wealth, is well educated, has succeeded as an entrepreneur, and is interested in the start-up process. • The number of angel investors in the U.S. has increased dramatically over the past decade.

17. Business Angels(2 of 2) • Business Angels (continued) • Business angels are valuable because of their willingness to make relatively small investments. • This gives access to equity funding to a start-up that needs just $50,000 rather than the $1 million minimum investment that most venture capitalists require. • Business angels are difficult to find. Most angels remain fairly anonymous and are matched up with entrepreneurs through referrals.

18. Venture Capital(1 of 3) • Venture Capital • Is money that is invested by venture-capital firms in start-ups and small businesses with exceptional growth potential. • There are about 650 venture-capital firms in the U.S. that provide funding to about 3,000 firms per year. • Venture-capital firms are limited partnerships of money managers who raise money in “funds” to invest in start-ups and growing firms. • The funds, or pool of money, are raised from wealthy individuals, pension plans, university endowments, foreign investors, and similar sources. • A typical fund is $75 million to $200 million and invests in 20 to 30 companies over a three- to five-year period.

19. Venture Capital(2 of 3) • Venture Capital (continued) • Venture-capital firms fund very few entrepreneurial firms in comparison to business angels. • Many entrepreneurs get discouraged when they are repeatedly rejected for venture capital funding, even though they may have an excellent business plan. • Venture capitalists are looking for the “home run” and so reject the majority of the proposals they consider. • Still, for the firms that qualify, venture capital is a viable alternative for equity funding.

20. Venture Capital(3 of 3) • Venture Capital (continued) • An important part of obtaining venture-capital funding is going through the due diligence process: • Venture capitalists invest money in start-ups in “stages,” meaning that not all the money that is invested is disbursed at the same time. • Some venture capitalists also specialize in certain “stages” of funding. • For example, some venture capital firms specialize in seed funding while others specialize in first-stage or second-stage funding.

21. Initial Public Offering(1 of 3) • Initial Public Offering • An initial public offering (IPO) is a company’s first sale of stock to the public. When a company goes public, its stock is traded on one of the major stock exchanges. • Most entrepreneurial firms that go public trade on the NASDAQ, which is weighted heavily toward technology, biotech, and small-company stocks. • An IPO is an important milestone for a firm. Typically, a firm is not able to go public until it has demonstrated that it is viable and has a bright future.

22. Initial Public Offering(2 of 3) Four reasons that motivate firms to go public Reason 1 Reason 2 Reason 3 Reason 4 An IPO raises a firm’s public profile, making it easier to attract high-quality customers, alliance partners, and employees. An IPO is a liquidity event that provides a means for a company shareholders (including its investors) to cash out their investments. Is a way to raise equity capital to fund current and future operations. By going public, a firm creates another form of currency that can be used to grow the company.

23. Initial Public Offering(3 of 3) • Initial Public Offering (continued) • Although there are many advantages to going public, it is a complicated and expensive process. • The first step in initiating a public offering is to hire an investment bank. An investment bank is an institution, such as Credit Suisse First Boston, that acts as an advocate and adviser and walks a firm through the process of going public. • As part of this process, the investment bank typically takes the firm’s top management team wanting to go public on a road show, which is a whirlwind tour that consists of meetings in key cities where the firm presents its business plan to groups of investors (in an effort to drum up interest in the IPO).

24. Sources of Debt Financing Commercial Banks SBA Guaranteed Loans

25. Commercial Banks • Banks • Historically, commercial banks have not been viewed as practical sources of financing for start-up firms. • This sentiment is not a knock against banks; it is just that banks are risk adverse, and financing start-ups is a risky business. • Banks are interested in firms that have a strong cash flow, low leverage, audited financials, good management, and a healthy balance sheet. • Although many new ventures have good management, few have the other characteristics, at least initially.

26. SBA Guaranteed Loans(1 of 2) • The SBA Guaranteed Loan Program • Approximately 50% of the 9,000 banks in the U.S. participate in the SBA Guaranteed Loan Program. • The program operates through private-sector lenders who provide loans that are guaranteed by the SBA. • The loans are for small businesses that are not able to obtain credit elsewhere. • The 7(A) Loan Guaranty Program • The most notable SBA program available to small businesses.

27. SBA Guaranteed Loans(2 of 2) • Size and Types of Loans • Almost all small businesses are eligible to apply for an SBA guaranteed loan. • The SBA can guarantee as much as 85% on loans up to $150,000 and 75% on loans over $150,000. • An SBA guaranteed loan can be used for almost any legitimate business purpose. • Since its inception, the SBA has helped make $280 billion in loans to nearly 1.3 million businesses.

28. Creative Sources of Financing or Funding Leasing Strategic Partners Small Business Innovation Research Grants

29. Leasing(1 of 2) • Leasing • A lease is a written agreement in which the owner of a piece of property allows an individual or business to use the property for a specified period of time in exchange for payments. • The major advantage of leasing is that it enables a company to acquire the use of assets with very little or no down payment. • The two most common types of leases that new ventures enter into are leases for facilities and leases for equipment. • For example, many new businesses lease computers from Dell. The advantage for the new business is that it can gain access to the computers it needs with very little money invested up front.

30. Leasing(2 of 2) • Leasing (continued) • Most leases involve a modest down payment and monthly payments during the duration of the lease. • At the end of an equipment lease, the new venture typically has the option to stop using the equipment, purchase it for fair market value, or renew the lease. • Leasing is almost always more expensive than paying cash for an item, so most entrepreneurs think of leasing as an alternative to equity or debt financing.

31. Government Grants(1 of 4) • SBIR and STTR Programs • The Small Business Innovation Research (SBIR) and the Small Business Technology Transfer (STTR) programs are two important sources of early-stage funding for technology firms. • These programs provide cash grants to entrepreneurs who are working on projects in specific areas. • The main difference between the SBIR and the STTR programs is that the STTR program requires the participation of researchers working at universities or other research institutions.

32. Government Grants(2 of 4) • SBIR Program • The SBIR Program is a competitive grant program that provides over $1 billion per year to small businesses in early-stage and development projects. • Each year, 10 federal departments and agencies are required by the SBIR to reserve a portion of their R&D funds for awards to small businesses. • Guidelines for how to apply for the grants are provided on each agency’s Web site.

33. Government Grants(3 of 4) • SBIR Program (continued) • The SBIR is a three phase program, meaning that firms that qualify have the potential to receive more than one grant to fund a particular proposal. • Historically, less than 15% of all phase I proposals are funded. The payoff for successful proposals, however, is high. • The money is essentially free. It is a grant, meaning that it doesn’t have to be paid back and no equity in the firm is at stake. • The small business receiving the grant also retains the rights to any intellectual property generated as the result of the grant initiative.

34. Government Grants(4 of 4) Small Business Innovation Research (SBIR): Three-Phase Grant Program

35. Strategic Partners • Strategic Partners • Strategic partners are another source of capital for new ventures. • Biotechnology, for example, relies heavily on partners for financial support. Biotech firms, which are typically small, often partner with larger drug companies to conduct clinical trials and bring products to market. • Alliances also help firms round out their business models and conserve resources. • As we discussed in Chapter 6, Dell can focus on its core competency of assembling computers because it has assembled a network of strategic partners that provide it with critical support.